51 - Stop Selling, Start Serving with Ken Harms

In an industry often defined by hard data and low bids, how do you actually win work without "selling out"? In this episode of Constructive, I sit down with Ken Harms, a construction industry veteran with over 40 years of experience, to discuss the transition from technical project management to the human side of business development. Ken recently authored the book, Building Trust and Winning Work, where he argues that winning work has less to do with the physical proposal and everything to do with how you show up for your clients and build authentic relationships. We dive deep into the "Doer-Seller" model, the psychological hurdles of trust, and why the phrase "stay in your lane" is a creativity killer for construction firms. Key Topics Covered:The Trust Hurdle: Why being likable and competent isn't enough if you break your word. Service over Selling: Shifting your mindset from "making a sale" to being of radical service to the client. The Power of Curiosity: Why you should walk into a client meeting with a legal pad and six questions instead of a glossy brochure. Coaching & Mentorship: Why even the best in the industry—like Steph Curry—still need a coach to stay on top of their game. AI in Construction: How to use AI as a force multiplier for research without losing the essential "face-to-face" human connection. Whether you're an APM looking to accelerate your career or a C-suite executive rethinking your corporate strategy, Ken’s insights offer a blueprint for winning work with integrity. Connect with Ken Harms:Book: Building Trust and Winning Work LinkedIn: Kenneth HarmsMusic by Bensound.comLicense code: JT4WZ4TPKR0WYGNMArtist: Lunar Years